Here’s what they found:
Not to mention another 328 Lost Leads were lost to a competitor.
The aureso team analysed the realistic improvement potential the sales team could achieve through training and coaching, and found that 116 additional sales were realistically within the sales’ team reach. This conclusion came from very conservative calculations, with an expectation that Volkswagen could reasonably close an average 20% (30% bought from another dealer, 15% bought a competitor, 20% stocking issues) of the 597 opportunities that proved they were ready to buy a car, and could buy a car financially. Another 116 additional cars the sales team should have, and could have closed this year.
To address the 123 Lost Prospects who went onto buy the exact same car at a dealership down the road – intensive sales closing practice was needed. With aureso’s Sales & CRM solution, the Sales Manager was armed with individual sales consultant data to learn and correct what went wrong, and held individual meetings to help correct sales consultant behaviour.
Additionally, the Sales Manager was able to address the 146 Lost Prospects who did not buy a car due to stocking issues, with the help of aureso’s stock management tool. Furthermore, through group training, the sales team was able to better prepare their value propositions for all models against competitor vehicles, to prevent 328 future Leads from slipping through the cracks.
What’s hiding in your dealership’s numbers? You may be shocked to find out. Contact us for a more in depth review of your dealership, here.